Your First Day
Sonitrol Sales Onboarding Topic Sequence
Intro to Sonitrol
Audio Intrusion
Access Control
Access Control Components Worksheet
Access Control Fact Finding Questions
Access Control Glossary of Terms
Access Control Sample Building Layout
Value Proposition
Creating Targeted Value Propositioning Statements
Value of Benefits to Your Client
Three Points of Competitive Differentiation
Goal Setting
Using a Selling System: The Sales Ladder
Time and Territory Management
Time and Territory Management Worksheet
Time and Territory Management Suggested Reading
Prospecting, Referral Gathering and Lead Generation
Centers of Influence Worksheet
Prospecting Example Language That Works
Building Relationships to Earn Trust and Respect
Understanding Behavioral Profiles
Covenants
Questions and Fact Finding
Questions and Fact Finding Guidelines
Benefit-Problem Questions Grid
Qualifying
15 Steps to Efficient Qualifying
Video Surveillance
Video Terminology and Concepts
Using a CRM to Improve Efficiency
Negotiation and Managing Objections
Proven Responses to Tough Objections
My Responses for Common Objections
Fire
NFPA 72 Fire Alarm System Testing
Checkpoints
Observation Courses
Central Station Shadowing Worksheet
Installation Shadowing Worksheet
Customer Service Observation Worksheet
Technical Support Observation Worksheet